Tactical Advice For Scaling Sales Organizations with Andy Byron

In this episode of the Revenue Builders podcast, John Kaplan and
John McMahon talk to established sales leader and current
President of Lacework, Andy Byron. Andy gives actionable advice
for scaling sales organizations, especially in defining your
ideal customer profile. 


HIGHLIGHTS


The prerequisites of scaling a sales organization

How to define your ideal customer profile

Are geographic territories still relevant?

Challenges of the Chief Revenue Officer role

Founding CEOs aren't always the best leaders

Don't rely solely on advice from venture capitalists

Be open to evolution

Scaling strategies can be repeatable

Common mistakes that companies make when trying to scale up

Don't try to change how customers want to buy your product

Team players are essential in scalability

Master the playbook and improve it

Advice for new sales leaders

Your actions as a leader impact other people



QUOTES


Andy: "When you think about the CRO's role, it's
so hard because you're navigating a market of sales teams scaling
the company, hitting the number. But then also part of the job a
lot of people don't talk about and you both know this really
well, is you also have to set expectations and navigate with your
constituents in the executive team, the board, the CEO."


Andy: "When you have an executive team that's
aligned and has patience and frankly has the ability to evolve
over time and just kind of say 'alright, what's working and
what's not', and it's an open line of communication, and that
strategy doesn't change, that's when you see companies that win."


Andy: "For the first time leader, it's not about
you, and what value are you gonna impart to the team? And the
third thing, how are you gonna create a winning culture? Because
people are gonna want to come work for you, people are gonna want
to generate pipeline. People are gonna want to really inspect the
forecast. If you're gonna create a winning culture, they're gonna
want to do those things. I think, as a first time leader, any
leader, but definitely a first-time leader, how are you gonna
inspire people to go in?"


Andy: "It takes some really hard times to really
reflect back and say 'well, am I really giving everything I can
to not just work but to myself and to others that support me?'
And when you have those three things really working for you, that
brings out the best in you, which by definition brings out the
best in everybody else. When one of those is lacking, everybody
can see."


Connect with Andy with the link below:


LinkedIn: https://www.linkedin.com/in/andy-byron-417a429/



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Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064